Apr 17, 2015 Farnaz Erfan
Sales professionals have seen their roles change massively over the past few years. From being the principal point of contact, to now as one of many sources of information, sales representatives are at a critical juncture of their careers. They need to stand out from the crowd, establish credibility and have a different set of tactics to win. Research by CEB shows that 57% of a purchase decision takes place before any contact with sales, while Sirius Decisions believes this number is even higher, at 67%. As customers are more informed about the wider industry trends and their options, what can sales professionals do to improve their chances of success?